All-Star Student Entrepreneurs: Sun King

All startups have a defining David and Goliath moment. For solar entrepreneur Craig Dwyer, it was August 24, 2010.

That was the day Dwyer learned that his photovoltaic installation firm, Mainline Solar, had secured a $4 million assignment to build a solar system for transportation and logistics provider A. Duie Pyle. The deal was by far the largest the one-year-old startup had notched. Equally impressive: Mainline Solar won the contract over a competitor that had 14 years of experience and an $89 million market cap.

Mainline Solar’s advantage, says Dwyer, is attentive customer service and youthful energy. “Our phone is by us 24/7,” he notes. “We’re never too busy to take a client’s call.”

Tim Koch, A. Duie Pyle’s director of purchasing and facilities, agrees. A. Duie Pyle had a half-dozen solar firms vying for the job, for similar fees. Mainline was the smallest candidate but earned Koch’s trust with its dedication. “They’re very hands-on,” says Koch. “It was easy to talk and brainstorm.”

Click here for more about Forbes’ All-Star Student Entrepreneurs and their start-up summit with Michael Dell.

Back in 2009, Dwyer had no clue he would soon lead a company that handled everything from designing solar installations to installing and maintaining them. At the time, he was a junior at Bucknell University in Lewisburg, Pa., working toward a double major in theater and anthropology and planning to attend medical school. But when he realized his bank account was dwindling to near zero and Bucknell’s annual business plan competition paid thousands in prizes, he began casting around for a startup idea.

Eric Diamond, a fraternity brother who had drafted a business plan for a solar installation company in one of his management classes, helped identify solar as a focus. From his project, he knew about the federal and state incentives that were cropping up for companies and residences that converted to solar.

Dwyer and Diamond didn’t win any prize money, coming in fourth place out of nine entrants, but they got bitten by the solar bug. Encouragement from the competition’s judges helped. "Two guys tapped us on the shoulder afterwards," Dwyer recalls. "It was enough to make it at least a pipe dream for us."